5 min read

The Genesis Behind Getting More Productivity rom Your CRM System

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“It’s a fairly typical beginning for a lot of software companies,” said Jim Lochry, SVP Corporate Development for ConnectLeader. “They start out as a consulting company, looking at and solving problems.”

In 2008, the founder of ConnectLeader, Senraj Soundar, looked at the CRM space with the intent of making the next generation of CRM systems. What he found, according to Lochry, was that “companies weren’t getting value out of the CRM itself.” After looking at some of the large players emerging in this space, Senraj realized that he didn’t need to build the next greatest CRM, but to make a product and solution that would leverage the investment companies had already made in their selected CRM. He could see, as Lochry put it, “that all that data was there, but was not being exploited.”

CRM itself is not a productivity tool for salespeople. This has caused a recurring question in the minds of salespeople, which is, according to Lochry, ”Why do I have to put all my information into a CRM? What is it doing for me, other than giving management the visibility of what I’m doing every day?”

Senraj had a vision for what to do with all that information. He designed a full-featured sales acceleration platform that integrated with several industry-leading CRM systems, including Salesforce, Microsoft Dynamics CRM, SugarCRM, Oracle Cloud CRM, Netsuite CRM, Zoho CRM, Bullhorn, and LeadMaster.

What Senraj did was design an ingenious predictive intelligence engine -- Adaptilytics® --  that analyzes, prioritizes, and scores prospecting lists -- ensuring that you contact your best leads first. Adaptilytics is capable of self-learning by analyzing more than 5 billion data points, and further improving outbound prospecting results by enabling users to customize the prediction algorithm based on a prospect’s installed technology, intent to buy, contact data, and best time to reach. Complementing Adaptilytics, Senraj designed Data Genie®, which is an innovative data-enrichment solution enabling users to add and update accurate contact data and intelligence from third-party data sources directly into their CRM.

Effectiveness and productivity of CRM solutions is what drove Senraj to build tools that would help salespeople be more productive. The vision was to design tools that would help salespeople reduce cycle times for selling in several areas. What ConnectLeader’s products are able to do, says Lochry, “is to give salespeople the ability to reach customers that are difficult to reach by providing advanced telephony solutions that increase the conversation rates they are having with prospects.”

Senraj designed several tools to increase conversation rates based on various sales roles. The first, Click Dialer®, is click-to-call software residing within the CRM that allows users to simply click and dial any phone number, take notes, leave voice messages, send email, and quickly move onto calling the next prospect. This product improves sales productivity by up to 30% compared to manual dialing.

Another tool is the Personal Dialer®, which is sales dialing software that expands the Click Dialer features to allow users to seamlessly dial a list of prospects using patented visibility and control capability while dialing. This product has been reported to improve sales productivity by 30% to 100% compared to manual dialing.

A third tool is the Team Dialer®, which is an agent-assisted dialing solution that takes sales dialing to the next level by allowing a group of human agents to make 125-150 dials per hour while filtering through non-productive dialing activities, such as navigating voice mail systems, dealing with gatekeepers and leaving voice messages. Using Team Dialer, sales representatives are able to engage on average 8 to 12 live conversations per hour with decision makers. This product has been reported to improve sales productivity by up to 800% compared to manual dialing.

These tools give salespeople visibility and insight into who to call first and why that person is being called first. Senraj could see that what was needed was a prioritized way in which to target prospects, and to be able to reach out and connect with them in the most effective way possible based upon the role that prospect plays in the company.

“It’s not just one tool,” said Lochry. “It’s a series of tools that salespeople use to optimize their connections with prospects.” All of these tools work cohesively under one platform for easy reporting and analytics. And this is the brilliance of Senraj’s vision. Back in 2008, he knew that a new CRM system wasn’t needed. He knew that companies needed to fully utilize the wealth of data that was already hidden in their CRM. He knew that they needed a way to find it, use it, and accelerate towards revenue growth.

And thus, ConnectLeader’s intelligent sales acceleration platform was born, giving sales, lead generation, and marketing teams powerful tools to identify the best-fit prospects, obtain accurate contact data, and enable accelerated communication using sales connectivity optimization and lead nurturing solutions. Senraj’s vision is increasing productivity and revenue by fully utilizing the available data and accelerating sales.

ConnectLeader’s Sales Acceleration Platform includes: Click Dialer®, Personal Dialer®, Team Dialer®, Adaptilytics® , Data Genie®, and TruCadence.

To learn more about ConnectLeader’s innovations for B2B sales acceleration, visit  http://www.connectleader.com.

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